In my last blog I discussed the use of “Why and why now?” as Secret Question #1 along with the effective strategy, “Before we begin…”
Everything that I share with you, as in the past, will be what I have used myself and as a result had a positive outcome.
In this week’s blog I will share with you:
A - The benefits of the Secret Strategy #2 and Question #2.
B - The Strategy and the Question.
C - An explanation of how use to them.
D - How I closed a $40,000.00 deal.
A - You will benefit from this week’s Secret Strategy and Question five ways. You will:
ü Stay in control of your sales process.
ü Better qualify or disqualify the quote opportunity at hand.
ü Make a decision to quote or not quote.
ü Position yourself to sell value not just price.
ü Understand what will happen after you submit your quotation.
B - The Secret Strategy is: “Let’s jump ahead…” The Secret Question is: “What would our conversation be?”
For the purpose of this blog we will assume you have been invited to quote on a piece of business. Early in the meeting—when you used the “Before we begin…” strategy and “Why and why now?” question—you discovered the prospect had a compelling reason to want your product or services. We will also assume you did a great job of qualifying the opportunity and made a decision to quote.
Wouldn’t it be nice if we could peek into the future and find out what the prospect would do after you:
ü Went back to your office and prepared your quote.
ü Hand delivered the quote at an appointment you set before you left your first meeting.
ü Were able to review the compelling reason to do business with the prospect.
ü Illustrated how your proposal was exactly what the doctor would order to satisfy all of the prospect’s needs.
ü Worked within the prospects dollar allocation for the project.
WELL YOU CAN ACCOMPLISH ALL OF THIS BY USING “Let’s jump ahead…” and the Secret Question is “What would our conversation be?”
C - At the point in the conversation when you are discussing quoting and you have agreed to quote that is when you would use “Let’s jump ahead…” and “What would our conversation be?”
“Let’s jump ahead to our second meeting: what would our conversation be after I come back to meet with you with an outline of how I will address your compelling reasons to select us and how I am able to do it within your financial requirements?”
The prospect could give you a number of responses such as:
ü “I would compare your quote with the other quotes I received and then make a decision.”
ü “I would move forward.”
The important point here is you would have flushed out the future before you prepared the quote and could then decide on your next course of action.
Note: There are many ways we could move forward that are too numerous to mention in one blog. Additional training will be offered in future webinars which you can elect to join that will be focused on qualifying prospects better and closing more business.
D - I want to share real life examples of how I used this strategy and question to close a $40,000.00 deal.
I was invited to quote training for a bank’s branch managers. The bank had three quotes from other training groups and was looking for one more quote.
When I used the Secret Strategy and Question “Let’s jump ahead…” and “What would our conversation be?”
I was told they would compare all four approaches to training and the associated fees. I was also told they had been reviewing three quotes and needed to move forward. There was a company they were leaning toward.
As I assessed the situation: It sounded like there was a 25% chance or less of me getting the business and if I wanted the business and wanted to deliver a value proposition I needed to change the odds in my favor. As scary as it may sound this is what I did:
I suggested that the bank not use me to quote since they had already reviewed three quotes, were in a rush to move forward and apparently had a favorite.
I then suggested that I review the quotes for them and make a recommendation of whom I would use if I were the bank. In return, if there was an opportunity in the future, I would hope they would consider me. They agreed and I analyzed all three quotations.
In all fairness the competition all had made valid suggestions, but each had left some important training components out of their proposals. When I pointed out the short comings I was asked what I would do.
I showed how I could combine something from each of the three proposals, add my own training modules and have a complete training package that would satisfy the needs of the bank.
After I made my suggestion I was asked if I would do the training which resulted in a $40,000.00 contract.
I used a strategy and a question which resulted in a $40,000.00 success. I also know if I did not use the strategy and question I would have bid and lost.